40 Tips for B2B Customer Development Interviews

This post on B2B customer development interviews builds on one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews, contact us. Here are my lessons learned from taking part in interviews where the startup planned to offer a product [...]

How To Scale Up Qualitative Research Efforts

Qualitative research that allows firms to understand unmet and emerging needs is now the bottleneck for the specification, development, and delivery of significant new products. This is the result of substantial investment in the last two decades in tools for software development, quantitative evaluative research, marketing and sales. This has [...]

By | 2018-07-06T18:12:36+00:00 March 10th, 2018|Customer Development, skmurphy|0 Comments

Q: How Do I Make Sure I Understand The Customer’s Problem and Present a Vision of a Solution?

Customer development–discovery driven sales–requires that you first understand the customer’s problem then present a vision of a solution. If that is acceptable you can proceed to a demonstration that provides technical proof of value. […]

Managing Change in an Organization: An Incomplete Resource List

Some models I like for change management in organizations. Startup entrepreneurs frequently have to navigate the challenges managing change as a part of the sales process. Intrapreneurs should find this list useful as well. I welcome any suggestions for additions, refinements, or improvements. […]